This came up on my Facebook feed the other day.
I am consistently approached by salespeople who are not happy with their level of success, and when we explore why, it always comes down to “I don’t want to be pushy”, “I just want to help my customer, I don’t want to sell to my customer”. Have you heard that before?
If I was a gambling woman, I rekon “some dude on Facebook” was talking about these exact types of sales people.
The thing is, they are not being heart centered, they’re being self centered. If they were heart centered, they’d be less focused on themselves and their own hang-ups and more focused on their potential customer and their needs.
Heart is essential in successful sales. Don’t you think? If we didn’t have heart then we couldn’t care about our potential client. We must have heart.
Having heart for your potential client gives us the opportunity to hustle with heart.
I also know that most sales people generally cringe at the word hustle. Did you?
Get over it. You gotta hustle for your potential client. Let me show you how it’s different when you hustle with heart.
Scenario one: No Hustle. Salesperson (SP) outlines product/service and benefit to Potential Client (PC)…
SP: What do you think?
PC: Ummm, I’ll need to think about it. (sounding uncertain)
SP: Yes of course! Here’s my number, call when you are ready. (They know they’ve been helpful and if the customer wanted to buy, they would. They also think if the customer had questions, they would ask)
PC: Thanks you’ve been so helpful. (The customer thinks the salesperson has been helpful)
SP: Have a great day! (Pleased with themselves for helping the customer)
Scenario two: Hustle with heart. Salesperson (SP) outlines product/service and benefit to Potential Client (PC)…
SP: What do you think?
PC: Ummm, I’ll need to think about it. (sounding uncertain)
SP: Yes of course, it’s a big decision! You sound like your uncertain, what questions do you have at this point? (They know the customer has unresolved questions and wont buy until they are answered. They also know their role is to help coach the client to make a decision. They also know they have built enough trust with the client to be in a position to do so. This is hustling with heart)
PC: Errr….Well, actually, I’m not to sure about XYZ…
SP: Great, let me put you at ease…
And so the dialogue continues. It isn’t pushy. It isn’t sleezy or smarmy. It’s elegant, compelling and successful sales.
So, “some dude on Facebook”, I don’t agree that heart-centered means you can’t sell. Self-centered means you can’t sell….but heart…well that is essential.
Share your thoughts, I’d love to hear from you – what do you rekon of “some dude on Facebook”.
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